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As the new year begins, we’ve reflected on 2018 and would like to share five key insights on what we’ve seen in the world of sales. Through working with hundreds of sales leaders, sales people and companies in 2018, we get a unique view as to what’s working and what’s not.

Since the late 1990's Customer Relationship Management (CRM) has been the go-to response for business looking to get control of their sales effort, better manage their opportunities, and deliver growth.

The days of hitting the phones trying to get sales meetings from cold prospects are not yet dead, but certainly, they seem to be dying. This will cause some sales people to breathe a little easier, as most hate the thought of cold calls, but others will be left wondering how to reach out to new sales prospects.